29 min
#120 – Writing the book on Transformational Sales Leadership (Part 1) w/ Grant van Ulbrich & Barbara Crane The Sales Transformation Podcast
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- Management
It’s the first part of a very special series of podcasts this week as we celebrate the release of a new book: Transformational Sales Leadership: Sales Leader Perspectives.
The book is an anthology of chapters each written by an alumnus of Consalia’s master’s programme. Each one takes a fresh look at sales issues old and new, bringing new insights from their own experience of sales leadership.
In this episode Phil sits down with two of the contributors to discuss their chapters. Grant van Ulbrich, examines if better change management could have shifted the outcome of Arthur Miller’s play Death of a Salesman. Meanwhile Barbara Crane discusses how different types of fear can interfere with change and how we need to learn to respond to those emotions as signals.
Highlights include:
[06:31] – How to coach for resilience and change: lessons from literature [18:02] – People cling to the familiar when faced with change [19:15] – Three fears that get in the way of change
Stay tuned for more interviews with the other contributors!
Transformational Sales Leadership: Sales Leader Perspectives is out now and available to purchase at Routledge: https://www.routledge.com/Transformational-Sales-Leadership-Sales-Leader-Perspectives/Eastman-McGowan-Rogers/p/book/9781032361406
Connect with Philip Squire on LinkedIn
https://www.linkedin.com/in/philipsquire/
Connect with Grant van Ulbrich on LinkedIn
https://www.linkedin.com/in/grantvanulbrich/
Connect with Barbara Crane on LinkedIn
https://www.linkedin.com/in/barbara-crane-a293b8a/
Sign up for our Sales Transformation community –
https://info.consalia.com/consalia-community
Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today -
https://www.consalia.com/mindset-survey/?utm_medium=podcast&utm_source=transistor&utm_campaign=tl23
It’s the first part of a very special series of podcasts this week as we celebrate the release of a new book: Transformational Sales Leadership: Sales Leader Perspectives.
The book is an anthology of chapters each written by an alumnus of Consalia’s master’s programme. Each one takes a fresh look at sales issues old and new, bringing new insights from their own experience of sales leadership.
In this episode Phil sits down with two of the contributors to discuss their chapters. Grant van Ulbrich, examines if better change management could have shifted the outcome of Arthur Miller’s play Death of a Salesman. Meanwhile Barbara Crane discusses how different types of fear can interfere with change and how we need to learn to respond to those emotions as signals.
Highlights include:
[06:31] – How to coach for resilience and change: lessons from literature [18:02] – People cling to the familiar when faced with change [19:15] – Three fears that get in the way of change
Stay tuned for more interviews with the other contributors!
Transformational Sales Leadership: Sales Leader Perspectives is out now and available to purchase at Routledge: https://www.routledge.com/Transformational-Sales-Leadership-Sales-Leader-Perspectives/Eastman-McGowan-Rogers/p/book/9781032361406
Connect with Philip Squire on LinkedIn
https://www.linkedin.com/in/philipsquire/
Connect with Grant van Ulbrich on LinkedIn
https://www.linkedin.com/in/grantvanulbrich/
Connect with Barbara Crane on LinkedIn
https://www.linkedin.com/in/barbara-crane-a293b8a/
Sign up for our Sales Transformation community –
https://info.consalia.com/consalia-community
Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today -
https://www.consalia.com/mindset-survey/?utm_medium=podcast&utm_source=transistor&utm_campaign=tl23
29 min